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Effective Sales Techniques for Small Business Owners I’ve been a sales professional for over 18 years and nearly five years ago, I started The Last Hurdle with no financial backing and in the middle of a recession. Today, we have offices in Moulton Park, Northampton, I employ a small team of experts and we’re expanding[…]
How to Ask for the Business! At The Last Hurdle, our expertise lies in helping businesses develop by providing the tools, advice and strategies they need to move forward. One area where many SMEs struggle is sealing the deal once all the presentations and discussions have wrapped up. You’ve got the product, the skills, the[…]
Features vs Benefits The key to a successful sale is aligning the benefits of your product or service with your customers’ needs. Think of it as offering the solution to a specific problem they face. Today’s salespeople are problem solvers, using their product or service to make life easier for their customers. Features vs Benefits:[…]
Selling for Beginners Sales has evolved significantly in recent years. The old-fashioned idea that success in sales depends on having the ‘gift of the gab’ no longer holds true. Today’s customers aren’t looking to be sold to—they want to have a conversation with someone who can solve their problems. The most important skill in sales[…]
Five Ways to Improve Your Sales Performance Many small business owners don’t see themselves as salespeople, but in reality, they are! Most have had no formal sales training and wouldn’t dream of calling themselves the ‘company salesperson,’ yet they are responsible for driving the business forward. The truth is, it’s not a lack of sales[…]
The Other Side of Sales Nurturing Your Existing Clients You’ve invested a lot of time and effort into developing your business, growing your sales pipeline and acquiring new clients. Congratulations! But now that you’ve gained those valuable customers, what’s next? The common mistake many businesses make is focusing solely on winning new clients while neglecting[…]
